Every advisor has two puzzles to solve: 1) What to do 2) How to get them to do it The first requires an understanding of numbers. The second an understanding of people. Whether you're trying to get a prospect to become a client or a client to implement your advice... One thing is certain. The least effective way to get them to do something is to push or persuade them. The most effective way is to get people to persuade themselves. And, there's a communication technique that does just that called "motivational interviewing." Fortunately, Jeremy Keil is trained in motivational interviewing and uses it with prospects and clients every single day. In this episode, we discuss: The crucial change he made in his connection meeting with prospects His intentional office design to foster comfortable conversation The power of asking permission before giving any advice The "righting reflex" clients experience when you give advice The importance of acknowledging clients as experts in their own lives   The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals. *For more resources discussed in this episode, check out www.wiredplanning.com/episode67 *For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com. *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn